B2B lead generation using web video – 5 rules to help you crack the formula “The secret of being a bore is to say everything.” Voltaire. FACT: marketing emails which incorporate video achieve click-through rates up to 5 times higher than conventional emails. Web video is now the most widely used tool in social media. Yet despite [...]
Tuesday, March 2, 2010
B2B lead generation and social media networking – what works? “Promise, large promise, is the soul of an advertisement.” Samuel Johnson. I’ve spoken a lot lately about the virtues of tapping into Twitter, Facebook, LinkedIn, YouTube and the like. But when faced with such a bewildering array of possibilities, how do you make start? Unless you’re already very well [...]
Tuesday, February 23, 2010
Inbound vs Outbound – which is more effective at generating new B2B leads? (Part 3) “The surest sign that intelligent life exists elsewhere in the universe is that it has never tried to contact us.” Bill Watterson. In my last post I was talking about when and how best to use inbound and outbound, and the distinctions between [...]
Tuesday, February 16, 2010
Inbound vs Outbound – which is more effective at generating new B2B leads? (Part 2) “Beware the naked man who tries to sell you his shirt” Harvey Mackay. In my last post I was discussing the distinctions between inbound and outbound marketing and their relevance in different scenarios. In today’s post I want to drill down deeper into [...]
Tuesday, February 9, 2010
Inbound vs Outbound – which is more effective at generating new B2B leads? (Part 1) “I’m clarifying the answer I thought I gave to the question I thought I was being asked.” Alistair Campbell (at the Chilcot Inquiry). This is getting to be something of a perennial issue, but judging by how often I’m asked about it, not [...]
Tuesday, February 2, 2010
Why nurturing must form a major part of your lead generation strategy “Never underestimate the power of stupid people in large groups.” Michael Moore. I’ve regularly written of the importance of nurturing as a lead generation tool. Today I want to talk about what it means in practice. So how does one go about ‘nurturing’ a lead? 1/ The [...]
Tuesday, January 26, 2010
Lead Nurturing – communicating with the influencers “Information technology and business are becoming inextricably interwoven. I don’t think anybody can talk meaningfully about one without the talking about the other.” Bill Gates. Regular readers will be aware that I refer frequently to the importance of lead nurturing as a complement to conventional pre-qualified lead generation. The [...]
Tuesday, January 19, 2010
The Top 6 Lead Generation Challenges for 2010 “Never test the depth of the water with both feet.” Anon. Another year passes. And what a roller coaster it was too. But I can’t be alone in thinking that for many of us in business the drama of the economic crisis appeared to be played out in the media [...]
Friday, January 15, 2010
Online B2B lead generation – optimising your visibility through social media “Business only has two functions – marketing and innovation.” Milan Kundera. B2B marketing occupies more than 30% of all commercial searches; more than half of Google’s target advertisers are B2B, and some 40% of all Yahoo PPC ads are B2B. But whilst pay-per-click and search engine marketing are [...]
Tuesday, December 29, 2009
A simple change you can make to maximise your salespeople’s time and gain more business “Your most unhappy customers are your greatest source of learning.” Bill Gates. What are your sales people doing on an average day? Consider the following: Salespeople typically spend just 20% of their time actually selling. The remaining 80% is spent prospecting, managing existing clients and [...]
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Tuesday, March 9, 2010
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